12+ years leading B2B sales teams across media, digital advertising, and event sponsorship. Turning underperforming divisions into revenue growth engines through pricing strategy, digital transformation, and pipeline accountability.
Most sales leaders walk into an underperforming division and start replacing people. I start with the system. At Gannett/USA TODAY Network, I inherited a team running 10-15% below budget. Instead of firing reps, I redesigned territories based on actual revenue potential, restructured compensation to reward performance over tenure, and introduced weekly pipeline accountability. Six months later, the same team was exceeding targets by 10%.
That same year, I built a pricing strategy that delivered a 38% increase in annual revenue, the division's largest single-year gain. At BridgeTower Media, I signed $200K in new event sponsorship commitments and created a digital services integration that generated $6K-$10K in monthly recurring revenue. I do not just manage sales teams. I find the systemic levers that unlock growth and build the infrastructure to sustain it.
